Summarize some management experience, experience and ideas, and write it out to make a solution or daily review company to take a look.
First, dynamic balance and development
The enthusiasm of the company, the first round of opportunities, in the face of the continuous occurrence of the business, the operator's ideas will have a lot of changes, and it will find that the company can lead the company's fading and even collapsed factors and the problems continue.
The company's operation is a collaborative operation in many links. It is summarized, which is to coordinate partners or investors and operators, operational funds, understand consumers and their needs, and understand market sales models. And channels, organize manpower, design and development products, production products, promote promotion and sales, processing harvest and incentives.
Any one in the above links If the idea is wrong, it is not good or there is no problem, it will become the bottleneck of the company's overall operation, affect the total traffic of the company's business, reduce the total income, and make other links exhibit relatively high cost Low efficiency. Take a company's long-term operation to maintain dynamic balance.
The company's continued development is based on existing dynamic balance (without dynamic balance, it can only be a battle in the back of the reality, and most of the tragedy ends), clear direction, and enhance each link in turn. The direction is wrong, eventually white. There is no right in the order of the link, and there are too many detours, it is very likely that the opportunity to abandon.
Second, the company's operations
1. Government, Policy Law and International Trade
The government is always the most powerful force - the domestic situation is particularly, any company, technology, funds, genius and other power are not worth mentioning in front of him. The government's related laws and regulations have been introduced, and the industrial policy announcement and its implementation, industry standard development promulgation, market access licenses, etc. It is the original promotion of industry changes - although sometimes there is no immediate effect, this is the future of the industry Recognizing and launched the company's development opportunities for many years, and often the beginning of the market reshuffle. Many policy research institutions (some are the public research reports of government think tanks) can have early forecasts. The company's main operators should have a considerable emphasis on this. The greater the company, the more it should pay attention to it. Can participate in government-related work (such as industry standards) should be one of the major objectives of the company's business. Small companies who do not study government policies should study large companies' development strategies - relative influence is also huge.
Policy laws in industrial and commercial, taxation, employment, insurance, etc., as far as possible, follow the management organs to maintain a certain good relationship and communication network, refer to the standards and practices of many other companies. This is the necessary conditions for the company's operation, development, but not the main direction. For a long time, some of the company to save money in these areas is likely to be lost. If the operator puts in this regard, it will also have a loss too much.
Trade Globalization has progressed considerable extent, and the cost of multinational trade has decreased sharply. Now any industry production chain has little to participate in multinational trading. In various countries, market development, product sales, research and development, production procurement, etc. It is already necessary to consider, multinational companies (not necessarily a world big company), must also face. Language, cultural differences will be the main obstacle to international trade in the country within a significant long time, and the guns are striking, and the temporary buddha is basically useless, especially when there is one day company operator leads the team and multinational competitors to launch a comprehensive confrontation Or when working.
2. Partnership with people
The establishment of the company is not necessarily to find other partners - legal requirements is the joint. Single, family, partnership, investor plus general manager can develop into a good company. The partnership in this article refers to the partnership control, and jointly responsible for the core management team of daily operations.
If a person recognizes that he doesn't work, you have to think about a partnership. There are three basic conditions of the partnership, one is long-term understanding of each other, it is very good for people; the second is that the participants have clear understanding, positioning and grasp the ability for decades, and have some setbacks. With the same harvest, and the development direction; the third is to think that the other's strengths can make up for their shortcomings, and it is not too much not much. If a person feels that he is still unprinted or wants to add his insufficient, then go to work, don't consider the partnership company. Those who have the same skill should make a fan association rather than a partnership. People with only funds are best not to come - even if they do not hold, do not participate in daily business decisions, should cooperate in credit borrowing. How many years of company want to do for the company, you have to find some partners who can cooperate with themselves. It is not less than looking for a long-term partner to find a marriage object. The long-term partnership is similar to divorce. The premise of maintaining a good partnership is not afraid of the girro - each other after divorce, although a bit of a bit.
After the partnership, it is like getting married. It should be a eye, close one eye, close to each other, less than the chicken machine, not to solve the problem and fire, try to understand other parties, unity is the first - not financial statements. Of course, some fires, some grievances can only be sent internally, and other partners should bear. The biggest harvest of long-term partners is trust, understanding and tolerance, rather than enterprise scale or financial benefits. The comprehensive harvest of everyone in a long-term partnership in cooperation may be much greater than the original expectation.
After running a few years, the company (whether it is a single or family), it is almost impossible to transform into a partnership. Unless it is a company merger, it is also slightly likely to develop a good partner on the basis of mergers. There are some examples of their respective development after a long-term partnership.
Family marital status, the processing of major setbacks is an important factor in considering a partner.
3. Coordinate investors and operators
If it is a strategic investor holding, the strategic investor's management of operators can be extended as the core management of the parent company (or the Supreme Board), the essence is part of internal management, coordinated in the overall management operation of the head office or group company. The business objectives, plans and implementations of the company operators are subject to overall. The problems and risks in operation should promptly notify the head office in order to global consideration - especially when the company is a link in the large industry chain.
If it is a capital manager holding, work hard to run a good financial statement, and pay attention to the process of funding to experience the strict audit.
If "Grandpa" is numerous, each has the requirements of the idea; or the investors will be a mess, the company operator is good. This kind of company is not long, and there is not much consideration.
4. Target, planning and implementation
If the operator does not go to the target or where to go, then it is closed or resigned. The business objectives are essentially the overall understanding, analysis and grasp of various issues, various issues in a business cycle. Commands the company's parties to report department target programs and then summarize the overall target plan is the simplest revelation method of the operator's heart deficiency and brain blank - no matter how high the ideal or professional specialties, the recurrence of the target can result in More harsh.
The plan is to solve the problem of how the target is implemented, the essence is the decomposition and responsibility of the goal. The preparation plan is the first revision of the target. The plan for the responsible person who is subject to the target is a workability and achievable plan. The main content of the plan should be the prevention and processing of difficult risks to ensure the implementation of the goal, not work schedule. The important content of the plan of the main business is how to help, supervise, and adjust the management personnel to achieve their plans. The bureaucrats are generally severe companies with only subsequent plans without superiors, and bureaucratically the most serious company requires each linear employee to formulate a detailed plan. The preparation and implementation of the plan is the main indicator for the management of management.
Companies that are simply waiting for opportunities, this is another form of "dinner", essentially the company operator's evolution and development of the industry, the lack of in-depth understanding and analysis, or even know There is no active guidance to a certain depth. Most of the companies that "eat" disappeared in a few large "drought flood" years or market consumption changes. Such a large number of years of the company have emerged in a year, and the annual disappearance of the year. 5. Operation funds
In the present society, the fund circulation is the lifeline survived. How to pay attention to it at this point - many of the color of the company's business is the cause. The fund circulation is the guarantee of the survival of the company, but it is not the direction of enterprise development. The increase in the net assets of the company, the increase in capital flow is the result of the company's development rather than the reason. For the company's short-term business strategy, fund operation is the goal; but for long-term strategies, the funds are only tools.
If there is no credibility, it is difficult to expect the company to develop smoothly - starting from the founding company. The negative error error when the funds is determined, and the number of losses in the financial statements can make a major strike over confidence. The fund budget is the basis of the company's other links, the department's work plan, serving the balance of the company's overall plan. The fund budget should be regularly adjusted to adapt to the changes in business conditions. When the company has major problems, various analytical methods, measuring indicators are unclear when the problem is severned, and the financial resiliency is the final analysis method, measuring the indicator.
The financial department is the management tool, and the financial department is developed) accounting system is the accounting method. It does not understand the accounting system. It does not understand accounting subjects, and it does not understand the financial statements (not simple view count) company operators' management. The level will not exceed the company's accounting personnel or financial supervisor - otherwise it is to give the tax bureau, audit office find trouble, such managers maintain the long-term risk of the company's capital cycle - of course the risk of the company's survival It is also very big. Internal people manage finances require a considerable degree of transparent mechanism. Reduce the number of accounts rather than increasing an important goal that should be financial management. The management team's question and understanding of financial operations, which leads to untrustworthies that the long-term core cohesiveness is the greatest threat and destructive power - especially when the funds have occurred, the company has short running time, this is the collapse, this Family companies have natural advantages.
Introduction to internal management, costing is the company's forever pursuit. Reducing costs are the only means of survival and profit in the market income. Decreasing costs should cover all links. The essence of reducing cost is an improvement in management. The management of supporting management is not in place, and the cost of reducing cost will lead to a large risk of company operation, which further increases management costs, and it is likely to take a greater cost to make up for the cost. Reducing cost is the target of management rather than means, during the management process, the direct excessive requirements of reducing cost will be enthusiastic on the work of the management personnel - in the absence of management level, it is for them. "Ready to work overtime". For products that have been running to maturity, reduce product prices after the cost is to increase product competitiveness, expand the main way of selling, from this perspective, is management and efficiency.
The company should try to avoid the shortage of funds - not referring to flash, including liquidity and fixed asset investment funds. Although this may be a violation of the currency financial theory, it is possible to achieve a single company. There is a problem with the shortage of funds, and there is an indirect financing (to bank or private loans), direct financing (private fundraising, public issuance stock or bond listing). No matter which method, it is very troublesome, it is very difficult, and the cost is not small. There is no preparation, the company operator or the financial executive personnel should establish a good pipeline to prepare for the unnecessary - the company's decades of business is difficult to encounter the shortage of funds.
The issuance of stocks are listed as part of the operational funds, it is best not to be the goal of the company - unless it is nothing to say unless the capital manager is holding it. The launch of the issued stock market is borrowing money, the short-term change in long-term revenue (the future income will be diluted). If you really face serious shortage of liquidity, or a major investment project, it is okay to apply for public launch. If the company does not have a significant fund shortage, the stock market is listed. In addition to producing major expenses, it is possible to be suspected of being doubtful to the truth of the operation - whether it is necessary to prepare a little money and run away. If you rely on stocks to promote standardized management, it is purely 掰, it is a clear self-playing mouth, allowing government regulatory agencies, brokers, investors to supervise, improve their own management, just like a student can't learn non- To find a school to spend money, please ask the teacher to supervise the reprimand to learn well, fundamentally inverted. If the stock market is in order to intend to participate in the operation of the capital market, the operator is to gamble at your own company - there is no deep capital market to operate strength, experience, and background and rush to enter. Correlation management of funds obtained by issuing stocks without clarifying funds will bring huge interference and heavy burden to the original corporate operation management. During the company's business process, if other people happen, the essence of the acquisition, the essence - no matter how the business is speaking - is the operator to recognize the company's operation failure, transferred to the company's operation lead (although it may be allowed to stay in the same time); The operator handed the future fate to others to grasp - except for active partners.
If the owner of the company is separated from the operator, the operator takes a huge effort to balance the company's conflicts between future investment and the owner's short-term income. If the owner of the company is mainly strategic investors - thinking that the company's future development and short-term benefits are equally important, the situation is better; if the owner of the company is mainly a capital manager - only cares about the good financial statements, that is The sorrow of the operator.
6. Understand consumer demand, products and opponents
Product Design: Do not understand the needs of consumers, do not design a good product; do not understand the needs of most consumers, it is difficult to design large products, and do not understand the changes in consumer demand. Can't design the leading market. The product.
Product sales: Do not understand the needs of consumers, there is no way to explain the advantages and strengths of our products; do not understand the demand for most consumers, it is difficult to estimate sales; do not understand the changes in consumer demand, can only sell Outdated product.
If the product designer is not deep, the product design experience is not rich, it is difficult to understand the needs of consumers, others don't mention. If the product market sales personnel are not in place, the product design experience is not rich, it is difficult to conduct in-depth market demand investigation, analysis.
When the company starts, or when it continues to develop from a dynamic balance state, understanding consumers and their needs and understanding of new technologies is the first step in the entire action.
If the company is not in place, consumers and their needs are not in place, so they can only count on the consciousness and personal abilities of the product design person in charge and market sales, and wait for product design and market sales to verify; If the technical masters of the design person in charge and the market sales, consumers and their needs are not in place, so they can only count on the consciousness of the first-line developers and the first-line market sales staff, and only waiting for product design. Verified with market sales, the results can be known - even if this process has a perfect internal rules and regulations. Therefore, the company operators who have a strong ability, if his decision is implemented, understand the analysis of the problem, and the personal will force does not implement the final consumers, even if there is a perfect internal rules and regulations, A vain. For the company's overall operation, this is the beginning of major operating risks - it is likely to start in accordance with normal steps.
The company's main operators are in place, and after understanding consumers and their needs, the subsequent implementation process can have product / project managers, to undertake the ideas and understandings of major operators, and are subject to refine, in-depth and realization. Therefore, the essence of product / project managers is a management method of the team that is the team brought by himself. If the main operator does not bring the team, but in the company's hard promotion of the product / project manager system, it will designate candidates, or recruit airborne troops. The conflict of management and operation is constantly - the relationship between the board and general manager is still troublesome. There are performances, so you will continue to change people. In some cases, there will be short-term appropriate candidates, and make some performance, but the long-term upper and lower levels are not understood, and the contradiction between the uncoordinated contradictions will break out one day, and it is possible that the product / project manager goes out another hive, Make similar products to kill the carrier, giving pressure and risks caused by the original company. In terms of related links, the importance of the sales channel (or network) is ignored to the in-depth understanding of the demand for the final consumer, which is a short-term (short-term product, short-term project) practice, long-term operation will have a lot of risks.
7. Understand the market sales model and channel
This article sells through the dealer / agent and contacts direct sales through customers (large customers) to sell through channels.
For the sales model and channel understanding, the level is a very important factor that the product design is started, and it is also an important part of the overall operation plan of the product. Whether the market is mature to determine the cost of promotion of product promotion. Whether the sales channel is smooth to determine the sales and sales costs of the product. The price of the customer is determined by the price of the product (or the previous version). Without understanding market sales models and channels, or simply understand but no ability to grasp the ability, rushing to start product design, but it is very likely that it can not be sold, and the results are often sold before the product is sold for funds. Cycling breaks or the product operation team is removed.
Different products have different customer markets, there are different sales models and channels. The competition for sales channels is the main battlefield, the sales channel, the sales channel's understanding of the product and the propaganda of the propaganda will have a lot of impact on customers. For some product / project markets with low levels, the establishment and maintenance of sales channels is the lifeline of product / project survival. The personal credit of the main operator, the establishment and maintenance of personal charm on sales channels is very large.
The establishment of sales channels is generally short - this is a lot of product technology designers do not expect, and the cost of establishing is high. The maintenance cost of sales channels (not product sales costs) is generally much smaller than the establishment cost, the company's own good funding conditions and good products will promote the stability of sales channels. The sales channel of mature products will also change, the changes of dealers / agents themselves, the changes in the key person in charge of customers, the contract expire, the company's own key sales personnel may lead to changes in sales channels - this Often the survival and expansion of other competitive products.
8. Organize manpower
Organizational manpower includes the establishment and adjustment of the department, as well as organizational management of middle management and ordinary employees.
Organizational manpower is the real start of the company's plan implementation.
The personnel department is the establishment and adjustment of management tools, organizations or departments, and the specific implementation of the leadership and business plan of the main business, personnel management, and human resources management can only be used. From the company's main operator, the transfer of work, the premise of the premise: for general work, you can do it in accordance with the company's requirements or standards; for core (main) work or important work, you can do it than all people all good. The work mentioned here also includes three aspects, one is the work plan, the second is the work process supervision, the third is the assessment of the work results; in addition to this, there must be education to help others. If you don't do bad things, arrange them to others will directly lead to risks; you have done well but taught it to work, the result is the same risk. It is only a local short-term behavior. If the company's main operator is expected to rely on the power to manage the company, it is the beginning of the internal basics. Team members trust the leadership, admire and obey the true value of the team, which is the foundation of a good collaboration between team members. Stable, excellent middle management team is one of the excellent results of major operators for many years, and the importance is only the main force behind a good cooperation, and driving the product behind the market. The establishment and stability of the middle management team, rather than sales or product scale is the fundamental sign of individual workshops to medium-sized companies. Most of the operators of "Laozi Tianxia First" can't.
Regardless of how human is organized, responsible for products, especially core products, master core technologies, and master core sales channels must be prioritized, preferred, to ensure their stability and play. How many people have "grandfather" temper, the frontal role and potential negative effects may be huge. Adults have a lot of hard and hard, and Ens will be the only management method.
The company's business is mainly a cycle of several product development, production, sales, managed by a number of product person in charge, coordinating the entire process is a better process management method. The company is also collaborating with different professionals to complete the product cycle process, so a number of professional departments is established to ensure the period and quality of various professional works. Overall, the company's human organization management is a longitudinal process management and horizontal departmental management, and other various management methods (such as cost-effective management, comprehensive quality management, etc.) are based on this; Come over, the implementation of other management methods If it is not implemented by the person in charge of the process management and the professional department management, it is difficult to have ideal results.
If some of the company's business is large and stable to a certain extent, several supporting professional departments have long been relatively stable, and this piece can be divided into establishing a branch, subsidiary to independently.
The person in charge of the product is directly responsible for the main operators. Development, production, sales in the company's business plan is implemented by the product responsible person. The person in charge of the professional department is responsible to the product responsible person and the company's main operator, and the former is responsible for the implementation of the specific professional plan, and the latter is mainly responsible for the management indicator. The company's overall business plan is, in fact, is the result of the leaders of the product responsible person to the professional department to participate in discussions and balanced results.
The process of product operations can be divided into several projects according to the work arrangements, time or personnel, and each project can set up a project person in charge as needed. The project leader is responsible for the implementation of a certain stage target, coordinating the work of a number of professional departments. Under normal circumstances, the project leader of the Development Department coordinates the work between the internal sub-sectors of the technical department, as well as work between the development department and other sectors. The product head coordinates the work of several departments such as the market department, the sales department, the development department, the customer service department, and the Ministry of Finance.
The company's growth, the maturity and increase in products, the increase in sales / market share, the extension of the team, and other equations such as a continuous, complementary process. The discovery of core employees should be carried out primarily in this process. Recruiting new people should also be included in this process. Direct airborne, senior professional technical talents or important channel sales talents can only be handled, and should be cautious to determine if existing teams and managers have sufficient accommodation and management capabilities, otherwise it may be counterproductive. Direct airborne high-level management staff is very difficult, risk is very, mainly in management ideas, and maintaining the maintenance mechanism of management operations and moderate adjustments. At the company's development of business planning time and space, elevation management model means new products or professional sector management models; the airborne high-level management personnel in the company's product operations are easy to "the military exchange will", the soldiers taboo. From the outside, it is easy to run a good airborne, such as the general manager, etc.), it is easy to suspect the true situation of the company's operation, or the true purpose of suspected airborne behavior. Managers' work status, stress, and environmental understanding of sub-management or employees are not allowed to loard. Be careful in managing or discussing downwards. Is there a overtime person to be the easiest way of managing leadership capabilities, and overtime, the more management capacity. Creative, creative technical staff requires a certain degree of freedom of working life, and the strict fixed attendance management is an effective way to combine them. It is strictly forbidden to browse this, prohibiting the one, etc. The same effect.
Employees' professional skills should be based on self-study. The self-learning ability is very self-study, and it is basically nothing potential. Self-study, employees who have been born with the staff of the class reach the same professional level, and the employees who have been self-study in most cases should be prioritized, regardless of the staff of the staff from the class. The company's technical progress, technical reserves can be carried out by setting up items or experimental products, incorporating the company's unified management. Putting the company's technological progressive hopes to employees personal conscious self-study can only express the shortness of technical management personnel. Constantly relying on employees who enroll new technologies to drive the company's technological advancement, do not have the management personnel to take time to learn from the training, especially from cost-effectiveness angle analysis.
9. Product design development
Product design development is one of the two main costs (the other is market propaganda and sales). Product design development failure is very easy to happen - with the image of the image project of certain customers, although the failure of the sales certificate can be pushed to the market sales link or market situation, etc. But most of the hazards and risks can be seen from the product design phase, but also to solve or avoid. Product design is not internal affairs of the development department, but the process of jointly participating in the company's business units, and the main business people of simple technologies or simple sales of simple sales are easy to fall in this regard.
Product person in charge is the company's long-term core senior management personnel, the time responsible for one or a certain type of product should be across several operating cycles, and the focus of the product is mainly defined, market share, cost-effectiveness, etc. Product design development can be carried out in the form of major version upgrades. Product development (main versions of upgrades) should be developed in the company's business cycle business plan. The development plan of the product development is a balanced result of the existing product, sales channels, customers, market, technology, capital flow, policies, etc. Product development plans should include version key features definition, publicity, progress, cost, key technologies, etc. For customer customized software development project projects, the product development plan can be used as a bid book or project proposal. The quality of the writing of the product development plan document is a predict in the future product quality. The person in charge of "Busy No Time" write document is usually conveyed in verbally, and it is a good time to review it. If you are busy under your hand, you can actually see the work of the first-line employee, and I have to go to where I have to go.
The product development plan version key function definition can be used as a preliminary program of the project leader; the publicity focus can be used as the basis of the propaganda concept of the market department; the progress plan can be used as a work arrangement of various departments, coordinated progressive benchmarks; cost plan can be used as a finance department Foundation of the fund schedule; key technology can be used as the technical research, technical reserves of the development department; quality management, production and delivery logistics personnel, etc. can arrange their own plans according to relevant plans. The process of product design development is a continuous problem, solving the problem process, the size and frequency of conflicts between departmental conflicts is a simple indicator of the working status of the product person in charge.
The project leader of the Development Department (hereinafter referred to as the project leader) is the core personnel of the Development Department. It is not necessarily fixed to a product for a long time. The product design starts by the development department according to the situation, the person in charge of the Development Department and The company's product person in charge is responsible. Under the coordination of the person in charge of the Development Department, the project leader and the Ministry of Development of the Ministry of Development discuss the coordinator to form a project group. Each employee of the project group is responsible for the person in charge of the professional subsidiary and the project person in charge. The project leader mainly conducts program design (further refinement of the main version of the function), and management of quality, progress, technology. According to the number of item groups that can be reduced depending on the product design, the project leader and the professional core backbone should remain stable. For the case of receiving customer project engineering, the project leader's programming can be used as an attachment to contract technology.
The person in charge of the Development Department mainly manages the person in charge of the professional subsidiaries and projects, and the quality, progress, technology of all operational projects is specifically managed, and the workload of all personnel of the development department will be managed.
The person in charge of the professional subsidiary management is managed with its own professional related technologies, quality, and progress, and management of the workload of the personnel of the sub-department. The person in charge of the professional subsidiary ensures that the results of the work on their own department represent the level of the department (quality, technology, etc.), rather than a designer's personal level.
The process of product development can be simplified into several stages of program (prototype), functional design, code design, quality inspection, test, and actual project operations are adjusted and repeated in these stages. Solution design is a description of the main version of the product with the development of the language, such as functional implementation or business processes. The program is that the project leader wrote to the product head. For customer customized software development project projects, the program is the leadership or project leader written by the project leader. Functional design is the system architecture, user interface, data and database definition, communication protocol, class, or function definition, etc. The function design is to see specific designers such as coding, quality inspection. For customer customized software development projects, system architectures, user interfaces, etc. in function design are also visible to the customer's project leader or specific operator.
The phase division and repetition of the product development process is the true test of the person in charge of the product and the person in charge of the project. Only one or two middle versions throughout the development process will be easily discovered, but the middle version will lead to too much rework, and the amount of repetition is too large. The company's entire business team's understanding of the understanding of the product (or the degree of maturity of custom customers), the cost pressure, the lack of backbone technology, and the like will have a significant impact on this process. The career spirit of the product person in charge and the project leader is often a resolution factor in front of the major difficulties. The good practice is to carry out various stresses in front of themselves to work according to the established practices, and do their best to complete.
Quality management should run through the entire process of product development, all aspects, including product person in charge. Although the entire company should have a unified quality management method and quality inspection department, the person in charge of the product should not be responsible for the product, and the project leader is the specific person in charge of the quality. The quality inspection department should be treated as a professional department. Throughout the quality management responsibility, ideas and methods of the entire development team rather than the quality inspection department is a determinant that truly guarantees quality. For specific development and design, the standards before the start of the design work, the normative development is a good way to ensure quality. Each professional subsidiary staff must have passed the quality inspection of the professional person in charge (after the technical review), the important situation can be performed multi-level inspection. Each receiver of the specific development of design work results should first quality acceptance of the results. There should be a quality problem, which should be retrospective. From the quality problems, all relevant personnel are found to have a quality problem, including specific designers, recipients, professional subsidiaries, project leaders, product heads, quality inspection departments People and person in charge (if it involved) should be held accountable. If it is a finished product or delivery of products that have been delivered or delivered to the customer, the company has caused economic or credit losses, and the entire project group and the management personnel involved, including "innocent management personnel" and "innocent designers" should be common Bened responsible for punishment and punishment. The importance of quality management should exceed progress management and technical management; the importance of cost management is based on actual situation. Under the effective quality management system and strict accountability system, people at all levels will spontaneously produce many practical quality assurance methods. Quality issues are only pursuing the responsibility of specific designers without pursuing management personnel, the root cause of quality management failure. The essence of progress management is a problem that resolves changes and balance. Product person in charge has its own schedule, and other departments have arranged their respective schedules, leaders of the Development Department, project leader, and professional leaders to arrange professional development and quality inspection schemes. Management staff at all levels should check the progress of each project you manage, especially the "critical path" in the plan. The project operation is very normal because various problems cause the progress mover (also in advance). In many cases, it is possible to foreseeable, specific designers, professional person in charge, and project leaders should promptly assess the severity of progress issues, and report to the superior management personnel to resolve. The final responsible person of the progress issues is the product leader. After the progress is progress, it should be solved as much as possible, and the stability of the overall progress plan should be maintained as much as possible. Once adjustment of the progress plan of a department is likely to be treated with a variety of various departments, it should be careful. The progress issues inside the development department should be solved by the person in charge, the project leader, and professional person in charge, and the professional person in charge must be pre-prepared. From the head of the product, the step-by-step schedule should retain a certain amount of redundant time to schedule. The joint schedule for co-arguing with customers should be an accessories as a contractual assertion. The importance of progress management exceeds technical management without affecting the main feature characteristics of the product. "Uncomfortable" technology masters are easier to make mistakes in the row of progress, often to go home overtime. The market department, the sales department's bragging to market customers is the enemy of the progress management, and the responsibility of the contradiction between the Development Department should be attributed to the product responsible.
Technical management is to solve the problem of how to achieve product competitiveness. Technologies include functional definition, development technology and proprietary (patent) technology. Function definitions refer to the description of the product function or description to the customer service, from long-term customer requirements analysis, contact communication, and the like. Development technology refers to the method and technology of software development, usually from learning and practical applications for development tools and development interfaces. Proprietary (patent) technology is a technology that refers to the main competitiveness of self-developing, which is required for specific functions, which can be applied for patent protection. In the technology application chain of the entire industry, from the underlying basic technical product to the upper application technology product, the more the upper layer of products is updated, the faster the upper layer. From the perspective of technology development, the competitiveness of the underlying product is mainly reflected in the proprietary technology, and the competitiveness of the upper product is mainly achieved by the accurate and timely update of functional definitions. Usually the person in charge of the product focuses on functional definition (or proprietary technology), and the project leader focuses on development technologies, and the professional technical team (sub-sector) is the truly realistic of technology. High variable (adaptable), proprietary technology stability, and the moderate development of the development technologies and the timely update, etc. The main task of product person in charge, the technical management of the project, of course, Consider balanced with other management. Important proprietary (patent) technology can be managed as the company's internal products. Pre-positioning of technical difficulties in product development projects, and technical research is the responsibility of the project leader and professional person in charge. The development of professional technology development is the responsibility of the professional person in charge. Each professional subsidiary staff must have to pass the technical review of professional person in charge before paying out, and important cases can be reviewed to ensure the technical level of the professional department, rather than a professionals. s level. The appropriate phase of the project development can be reviewed, reviewed, and to learn from each other and improve each other. The major advances in basic technology and products are the beginning of industry development technology and product "revolutionary" change. If you don't take care of the product responsible for learning applications, the head of the project should be eliminated and then "coming from the beginning", Looking for an opportunity to find an excuse to hide other management positions just the beginning of the phase-out process. Some of the research tools and development interfaces are in-depth research, and they can do anything more familiar, but often don't know what they should do, this is the nerd of nerd walking along the development tool supplier. Sorrow, and often cause "loneliness master" pain due to the technical gap with application needs. Simple listening, superstitious latest development technology can improve product competitiveness and put into action, resulting in mistakes to be responsible for project leaders and product heads. Cost management is a problem that the development costs can be undertaken and the problem that can make money. Cost management should be included in the company's unified funding operation plan management, accounting, supervising by the Finance Department. The responsible person of the cost control is the product leader. The software product development process can carry out the cost management of a certain error in the development phase level, as the creativity, uncertainty, is not suitable for adopting detailed cost management methods. During product project development, the product leader shall regularly discuss the cost spending difference and expected difference between the Finance Department, which should be processed as soon as possible. The main person in charge of the company should decisively take measures when cost spending reach the bottom line, such as stop development, withdrawing the development project (even team), accounting for product person in charge and other level of management personnel.
Products that you can't develop can go to the agents or dealers of others. It is also if the company mainly operates only sales ability advantages, and gradually establishes their development teams and products. This situation relies very much on a specific market environment.
10. Production products
This version is slightly.
11. Product propaganda and sales
The promotion strategy, sales strategy, and channel establishment of the product is part of the overall operation plan of the product, and is responsible for formulating and implementing the product person in charge.
The propaganda and sales of the market sales department must cooperate to the customer's business development process or consumption season, starting from the customer's work (consumption) plan, including the development process of the procurement plan, the specific development of the work (procurement, decision, Implementation, acceptance), until the assessment of work results, throughout the process, long-term continuous progress. The establishment and maintenance of channels (as mentioned above, including direct sales of large customers) is the core of product sales, product promotion is to serve channels. The essence of channels is in the market environment, both parties understand and trust in the understanding of products and services, heads, sales policies, funding operations, stability. Software products have natural advantages in the face of ordinary consumers (using the Internet), but they need to wait for social consumption concepts, and the establishment of habits.
The person in charge of the channel is the core personnel of the market sales department, responsible for the establishment and maintenance of sales channels for a certain type of mature product, and product sales through channels. The person in charge of the channel is responsible for the product head, accepting the supervision and management of the head of the market sales department. The person in charge of the channel can be selected from the development department to have in-depth product professionalism.
The person in charge of the market sales department collaborates the product propaganda and sales plan to each channel person in charge, supervising the implementation of all product sales programs, and assess the workload and performance of all sales staff.
When the person in charge of the channel is busy, or some simple low-level work can be done, you can give the channel person in charge to provide appropriate sales assistants, mainly engage in supervision and delivery, communicating with customers specific product users. , Processing, etc. Pre-sale technical support staff can manage separately in the market sales department, and they can directly assist channel customers in person in charge. After-sales technology supports separate division, the direct management of the Development Department, maintains the timely information transfer and communication between the person in charge of the product, the head of the development department, the channel leader. Customers areproved directly by the person in charge of the market sales department.
During publicity and sales, in addition to the product (and required services) make customers satisfaction in terms of functional requirements, services should also be used to meet customers in psychological needs, and other needs should be considered in some cases. In terms of psychological needs, customers' needs are mainly trust, understanding, concerns, difficulties, hopes, ideals, cost subsistence activities in product applications. The impact of psychological needs on procurement decisions is very large. Deep psychological communication with channels or key customers, and exchanges are the responsibility of the product leader, the head of the market sales department and the channel responsible. In this regard, the age, social experience, industry experience (background), etc. is an important essential condition. Women's young and beautiful can play a large auxiliary role in the sales public relations, but they cannot be borne only by this, especially in deep communication and major decision.
Channel strategy is a major problem with long-term sales of products, and the company is responsible for the implementation, and the company's main operator supervises. When opening up the market, the establishment of product sales channels is mainly responsible for the product responsible (the head of the market sales department). Many cases, the company's main person in charge should also be strongly assisted, while in the channel establishment process, the channel can be cultivated . After the market share of the product reaches a certain share and the establishment of the brand reputation, the establishment of sales channels can be mainly responsible for the channel leaders.
Product propaganda is arranged by the product responsible person, incorporating the overall operation plan of the product. Specific product promotion can be prepared and operated from the design of the product plan design, and the market personnel directly promote the customer through the media, or lead the channel leader by the sales management personnel to organize the product display to show propaganda. Product propaganda and materials should be as new as possible in creativity, so as to leave a deep impression on the recipient. Channel-oriented product display is a good opportunity to establish a large number of channels. The company's main operators, product heads, market sales person in charge should be highly valued, and arrange a proportional product promotion fee (cost). The specific content of the sales volume plan in a product sales cycle is the contract signing plan. After the total sales volume is planned, the head of the market sales department will plan to subdivide the person in charge. The focus of channel operation status and the implementation of the contract signing plan are the responsibility of the head of the market sales department. Sales Contracts are developed, and the key provisions are constrained, and the resolution is also the responsibility of the sales department, while seeking lawyers' opinions. Signing a supply contract (or custom product supply contract, project development contract) is one of the main work of the channel person in charge, and it can apply for superior management assistance. The audit of the contract and the truly signing must pass at least the sales department. The person in charge of the sales department manages the implementation of all contracts. After the problem of the implementation of the sales plan, the person in charge of the market sales department and the product head is resolved. If the problem causes the entire plan to be adjusted, the main operator should be notified as soon as possible to handle it.
The pricing strategy or pricing range in product sales should be considered, comprehensive cost, profit, capital flow (cycle), customer withholding capacity, channel division, competitive product, risk, etc., by product sales plan. Responsible for organizing formulation. Sales prices in specific contracts are negotiated by channel leaders, and the sales department is audited supervision. The essence of the price competition between the channels is the competition between the channel responsible, and should be properly resolved, and the head of the sales department is responsible for non-loan. The responsible person of the malicious price behavior, supervision and treatment of channels is also the head of the sales department. Price confidentiality and control should be an important part of the contract.
The product supply plan should be the basis for the procurement, production and stocking plan of the production department. The person in charge of the sales department should assign the relationship between special people's coordination department. Delivery of products during the implementation of the sales contract, the goods should be notified in time. The person in charge of the sales department should inspect and supervise the product supply in the sales process. The discovery and processing of the channels of the channels, the discovery and processing of channels and other issues are the responsibility of the sales department.
Sales Redemption Program and Implementation is the support plan and implementation of the fund scheme and implementation of the entire product operation plan. The product head is responsible for the non-loan, the financial department is responsible for supervision. The return of the sales contract is the responsibility of the channel person in charge, and the supervision of the return of each contract is an important responsibility of the person in charge of the sales department.
Sales costs, including the cost of the cost and contractual costs before the contract should be included in the product sales plan, and the sales of product sales is related to the product responsible person, the sales department, the person in charge, and the financial department jointly negotiates to discuss . The sales plan operation is applied by the channel, and the person in charge of the department shall conduct approval (or more senior person in charge finally approval), and management personnel at all levels will be supervised. As long as the sales plan cost is not exceeded, management personnel at all levels should try to respect the cost of the channel. Like development cost management, when the total sales cost exceeds the warning bottom line, the company's main operators should process, do the utmost to maintain the normal operation of the contract, adjust the company's entire product operation team, and the person in charge of the product. Related administrators are punished.
The market share of the product should be an important part of the product plan and is responsible by the product person. The market share is an important indicator for the work assessment of the product (second only to cash flow), and the company's main operators should pay highly.
The final customer satisfaction with the product and service is the overall inspection of the sales of products, and is also an assessment indicator for the work of the product heads and teams at all levels. The main person in charge of the company should organize the team to investigate.
Brands are the results of the long-term good operation of the products, essence is the long-term trust of channels and customers' work in the company's product operation team. Branding, "", the brand drives the product and the team to be extremely difficult, and there is no mature operation of a well-running team to become a flower. 12. Harvest and incentives
The demand for funding income is common to all employees, generally consisting of basic wages and bonuses. Basic salary mainly solves the responsibility of employees and the basic stability. The specific value can be referred to the cost of household costs, positions, and industry employees. The bonus mainly achieves the effect of excitation and feedback. Bonus can have two forms of short-term bonuses and long-term bonuses. The short-term bonus is primarily rewarded for a short period of work, mainly for a team's reward, should arrange in the work plan, such as the development department's project development bonus, market sales sector sales season bonus. Long-term bonuses reward for a business cycle, and the amount of total bonus should be calculated, assigned, and reward objects, including all company employees.
The implementation of the short-term bonus system should be very cautious. The determination of the total short-term bonus, the calculation of the human head, the level of transactions involved in the grade authorization, etc., and the equity of all aspects is almost impossible to ensure that the contradictions and interests of the stakeholders are the purpose of forward motivation It is likely to be counterproductive. In the absence of a well-operated management team, you can simply distribute the short-term bonus to the wage and long-term bonus.
The calculation and distribution of long-term bonuses can be mainly divided according to the product. Everyone is equally impossible to achieve, and some proportions can be simply equalized within a certain range. The contradiction caused by long-term bonuses is equally inevitable.
In the case of a bonus motivation, the basic wage gap between the employees is another approach based on factors such as work, responsibility, and importance. The essence of this approach is the size of the predetermined bonus, which is easy to lead to the issue of "light performance, heavy official position".
Another form of funding income is the shareholding system and option, the essence is a long-term fixation of the proportion of bonuses. Its effect is poor in the basic wage gap between the incentive role of management, and it is equivalent to "leadership." The real implementation of the shares and option should be to openly listed or have been acquired after being acquired. Feasible practices are not divided by the list before listed, so that the proportion of capital provident funds is used to maximize business scale, and the business team works together to make prosperity. Finding buyers will sell themselves or publicly listed. This practice speculative (short-term fund returns) is too strong, which will give many deep big problems in the future.
The essence of the practice of adjusting or increasing the company's senior management staff is adjusted by the company's major management decision-making rights, not the distribution of bonuses. The update replacement of the staff in the middle and high-level management team is achieved by competition selection and appointment, and the company's main business person's update replacement is achieved through the change of shares. The main task of the company's main operator is outside the "Tongjiang Mountain" and "Stable Development", which is the transfer mechanism of establishing the main right to judge the handling timing, as well as the color, and cultivating the successor. Too much attention to bank deposits, and there is no long-term ideal business person to recruit senior professional managers to fully manage their own supervision, but often painful discovery of the operators have too many short-term behaviors and change them. The main operator has never been able to keep up with market changes. It is unquestionable, and the high-speed development software industry is especially true. Most of the operators who have grasped a chance. The operators who have still not understood, they will be difficult, and they are ready. There is no time.
In addition to funding income, employees can have a lot. With the "words and teachings", good collaboration, the trust in the difficult environment, the difficulty of the difficulty, the success of the difficulties, the improvement of personal professionalism, management ability, the improvement of work positions, as a company One member of the industry, respect, reputation, and so on, moderate use can achieve good results on the basis of general funding income. For young people just run, these gains usually can be largely funded.
The harvest is the responsibility of the leaders. If the leader you can see if you can have any gains, or if you can't guarantee what harvest, then you will take a break, don't delay the future of people. If a leader just wants to gain himself, find a few helpers when you are busy, and use the "low cost big load" in the process to increase your own gains. This leader will only be alone. After the employee leaves the company, it will generally vomit "true words" and filter out the emotional ingredients. The summary of its own harvest is a simple indicator of the leadership of its boss. 13. Cultural and mental state
Culture is a management method, and there is a natural "fermentation" after the operation mechanism is running for a long time, and it will be in turn acting on the way of thinking, behavioral habits. The company's cultural formation has a great influence and is far-reaching. It is a shallow of "doing show" in the short term to develop company culture.
The mental state of the entire company is the leadership capabilities of the company's main operators in the company to implement the most direct performance in the company, and the mental state of a department can reflect the management of the department leaders. Good management methods and management capabilities can cause long-term peace, moderately positive mental state, even when the business is observed. The company or department is long-term at a high degree of excited state.
Third, the company's development and rhythm
The company is a link from the industrial chain of resources (upstream suppliers, human resources, own resources) to the industry chain of customers (including downstream suppliers). The company's development should develop with the development of upstream, while defeating the competitors of the same level. The company's development should be increasingly strong competitiveness in the competition in the same level, and ultimately bring competitors from the market (violating monopoly law, other as follows), rather than forcing customers to speed up their development, and don't force upstream upstream Suppliers have accelerated development. The company's main competitors should have an in-depth and clear understanding of this. In fact, each product market has its capacity restrictions, which is also the limit of the company's or a certain product development. After reaching a certain market ratio, the main operators should modify the company's development speed, development direction, to avoid excessive supply. The excessive supply of a sales season is likely to cause the next sales season to shrink atrophy.
It is another road to the development of the company's products in an appropriate situation.
Under normal circumstances, the product has a long life cycle, and the market is fully competitive (or even over-competition) is very limited, even if the product maintains a certain degree of upgrade updates. The ideal state is to stabilize the loan and maintain a low net profit after borrowing (no net profit for several business cycles). However, if there is an investment shareholder, if the business team will face huge profit stress, even if the investors have already earned more than this take-off. This is really sad, the bond is still not finished for a lifetime.
In the case where one or a certain product reaches the market (not necessarily extremely limited), the company's development (if there is still potential) should begin to consider adding new products. The company's main operators should carefully assess the operational risks of new products, long-term reserves, and wait for market opportunities. One of the practices to reduce new product operations is to make full use of existing sales channels, invest research new technology to develop new products; or buy a product OEM OEM from other companies, then gradually absorb transformation into their own products. Increasing the nature of new products is the company's main business people and management team management capabilities, development capabilities, sales capabilities, and specific results are batch new management personnel cultivation materials. Only by the company's internal excellent management methods and philosophy as the main foundation to promote new products and channels, customers are superstitious behavior. Under the profit stress of the board of directors, developing new products is torture to the high-level management team, and there is no good results after painful suffering.
Good brand reputation helps to develop new products.
The company's motivation comes from the entire management team, the driving force of the management team comes from the main operator. The rhythm of the main operator's management measures is the basic rhythm of the entire company. In terms of the grasp of the rhythm, the main operators should fully consider the management personnel at all levels, the sector's follow-up limit speed. Without the rhythm of the lower rhythm, the main operator takes only his own fast horses whip, the result is likely to be "chaos" every company. After adjusting the company's development rhythm (not necessarily reaching the ultimate goal of high speed), the company's main operator can use the remaining energy to learn something, consider the problem, write something; or find an old Songs, go to the window to give flowers, look at the green mountains and green water, white clouds.
Four, phrase
◇ The company is actually a form of the people to serve the people.
◇ Products is like it. The company is like a person.
◇ Good writer is handed down by a good work, and the good manager is handed down by good products.
◇ Profits are only managed, and the hundred years long is the goal.
◇ When the company's development of high songs, it is likely to be the most stupidity of entrepreneurs.
◇ Excessive operation is easy to have myocardial infarction.
◇ Money, currency, just a credit tool. Credit people have natural money.
◇ The money earned for harm to health is often not paying for medical expenses.
◇ The operators who drive work in the company must have a special physiological advantage - can keep the traffickeeper and their internal organs are not damaged.
◇ Management Company is only a kind of work. When the revenue of the manager exceeds his life expenditure, more work is actually contributing to society. If there is no time to take care of health, family, elderly, children, etc., that is, learning Lei Feng has learned his head.
◇ The paranocene will form a unique advantage in the short term, and the long-term accumulation will destroy the overall balance.
◇ Management Company 's paranogenesis and technical research have no difference in essentially, but the result will cause greater damage.
◇ The essence of commercial competition is the game who can serve customers. The essence of commercial prices competition is that the belt of the belt can be tighter, the working time is longer.
◇ There is not much responsibility for the company's responsibility to the family. People who don't have much responsibility for their children will not have a lot of responsibility for the product / project.
The company manager makes more money and then spend money, please educate the essence of his children, is acknowledged that it is not good to educate children, and it is difficult to expect.
◇ The same energy can be done on the product, you can make a good product, you can educate your child, good boy's life cycle is much longer than the product, and the return return is also much higher.
◇ Short-term high pressure can have a short-term promotion, long-term high pressure will have long-term negative effects, and the super long high pressure is distorted a person's personality.
◇ The higher the management position, the longer the loneliness, the more trouble, the less time, the less experience.
◇ The transformation between non-managers to managers is mainly because of the ability and opportunities, nothing to do with age.
◇ Arrange a low-level person directly to a senior management position will seriously chaos his worldview and life, it is possible that he will not walk in the original road.
◇ The unstoppable boxer will be hurt by the game. Unstopporated operators leaders will be unhappy.
After the Chinese lottery head, many people began to superstitious their luck. The company suddenly earned money to start superstitious and opportunities.
◇ Do not improve their own quality in the province, self-study, self-balance, etc. will increase in another way - falling to the head, most of which are the latter.
◇ If you want to recommend a good thing to others, you must first like this thing, then recommend it to others with a mentality that "sharing a good thing with others".
◇ If you want to recommend a good thing to others, then you must first like this thing first, then pour your heart, make it able to make you feel like this, then use a kind of " The mentality of things and people share "recommended to others.
◇ Manage the way: the same job You can evaluate their work than your colleagues, the evaluation work can help them work, help work is very effective, you can guide their work, guide work Successfully arrange their work, this time you are managers.
